Atlanta, Georgia, United States
eVestment is a Nasdaq platform that provides institutional investment data, analytics and market intelligence covering public and private markets. Chief of Staff, Focused and forward-thinking business and Revenue leader, passionate about business enablement, Growth, Budgeting & Planning, deal economics, and operational efficiency & effectiveness. Responsibility for all activities that directly or indirectly generate Revenue, including all Revenue Strategy, Revenue Systems, and Revenue Programs. Significant experience in business Insights, Budgeting, Planning, Sales Operations & enablement, SFDC, process management, business modeling, financial reporting & analytics and working in high paced environments. Seasoned in all Strategic and Tactical areas of Revenue, including but not limited to, Revenue operations, strategic planning, revenue accounting, deal desk, Go To Market, Staffing, and project & program management. Often recognized for innovative thinking and high degree of creativity in problem solving and approach to business challenges. Shown a successful track record of bringing about operational improvement, while creating scalable, best-in-class processes. Designed and implemented programs throughout Revenue departments allowing each to growth quickly. Knowledgeable on cross-functional deliverables around major initiatives & processes. Significant executive leadership experience working closely with all executive leadership teams. Specialties: - Overseeing Revenue departments, including all day to day operations - Strategic and Tactical vision for all Revenue Departments - Scaling small to midsize companies to allow for significant growth - Go to Market design and planning - Annual Planning and LRP Modeling - Budget Management - Business Practices & Deal economics - Salesforce.com Dashboards & Reporting - Sales Enablement, including Tools and Analytics - Business Modeling and Financial Reporting & Analysis - Process Efficiency - Project Management and Program Management - Sales Compensation
Manage and/or overseeing of Global Operations, Sales and Marketing. Maximizing the effectiveness of Operations both internally and externally, through focusing on Internal Company, Internal Employees and External Clients in every task and process. Creation, adjustments and execution of all relevant processes of generating revenue, forecasting on the strategies needed to drive success against annual goals. Integration of sales and marketing, as well as any other process that maximizes the returns on marketing investment. Create communication and relationships across organizational functions in order to work effectively with different departments and manage the revenue generation through those departments. Maintaining of these cross-departmental relationships enables leadership success. Works closely with CFO to Create, Analyze and Monitor budgeting across all departments, including LRP and Annual Planning. Creation, Distribution, Tracking and Analysis of all Sales Compensation Plans globally. Creation of tools that provide visibility into potential revenue issues months in advance, allowing adjustments to be made to address concerns proactively. Serving as strategic advisor and counsel to CEO on a daily basis. Assumes day-to-day responsibility for projects and tasks at the senior leadership level across all departments. Responsibility for Revenue department hiring practices, working closely with HR Leadership. Ownership of all Revenue Operations processes and creation of Tactical efficiency to drive Strategic goals. Analysis of all metrics and goals across the company to clearly communicate for Leadership to be able to easily make critical decisions in real time. Constantly creating bridges, not barriers, for department leaders. Subject Matter Expert for all aspects of Revenue/Sales Operations, including Salesforce.com. Integral part of the Senior Leadership Team (SLT) focused on company strategy, execution and review.
Developed many processes around SFDC Data and process flows. This allowed for reporting and dashboards to be created that provided both proactive and reactive views on results throughout the quarter. Simplified programs to make it more efficient to sales and managers to enter and understand data and results. Created Executive programs designed on scoring sales on the items that are critical for company success. Focused on Data accuracy, cleanup and automation that allowed the expansion on many programs to include other department needs. • Successfully developed Salesforce.com Reporting and Dashboards for Global sales and leadership • Developed processes around data governance and data quality • Standardized and Centralized reporting globally to better align with global company goals • Created various pre and post sale reporting metrics and collection tools, allowing various areas better insight into current and future decisions • Focused on Forecasting accuracy, providing views into potential issues well in advance, allowing for actions • Created sales performance programs and metrics, scoring sales reps on a set of requirements to get overall performance score and stack ranking
Within the Managed Security Services Department, developed all SFDC reporting and gave visibility into pre-sales data. Centralized various reporting and metrics with goal of automating where necessary. Created and owned the MSS Discount policy while covering all requests worldwide for deal reviews and approvals in a timely manner. Developed processes and tracked various areas within MSS such as POC, Pipeline, Management Forecasting, Sales Operations, etc. Developed the initial Quote to Cash guidelines and sales approval matrix. • Successfully developed Salesforce.com Reporting and Dashboard metrics for MSS and TRMG departments. • Developed discounting Governance plan for MSS and implemented process and metrics • Created and introduced a customized tool for Channel operations analytics and forecasting • Created various pre and post sale reporting metrics and collection tools, allowing various areas better insight into current and future decisions • Created financial metrics to determine aspects to a new Global Partner Program, as well as develop story for internal approvals • Analyzed white space data for up-sell and cross sell opportunities that sales could utilize • Point of Contact for Global MSS deal scoping and discounting approvals and Global Channel Operations Analytics
Created processes that moved the start up company from ad hoc spreadsheets and paper tracking to a central location for Financial, Support and Sales data and automated various parts of the process. Developed processes and prepared systems, with a SOX 404 view, in preparation for possible M&A activity. Gathered requirements and performed reviews in regards to upgrading SMB billing systems, CRM, as well as payment Gateways. • Successfully developed Salesforce.com to be the company CRM, Forecasting and Reporting system • Increased customer focus with streamlined processes and forms that positively affected customer expierence • Automated various business needs, making data easily attainable for management guidelines and M&A reviews